Category: Sales & Marketing

At the last Stratégies PME conference, I had the opportunity to give a presentation I called “Building the Ultimate Sales Machine”. In it, I talked about the three key components of a successful sales team. This chronicle provides a broad outline of my talk. The ultimate sales machine is the sum of various parts that…

This chronicle is based on my CRM article “CRM Performance: Nothing is gained by running” published in October 2015. The process leading up to the adoption of a CRM solution is often triggered by the need to optimize the efforts of a team, centralize information and enhance client experience. Another step in the decision-making process…

This chronicle is based on my CRM article “The Sales Manager’s Pains” published in October 2015. Like many other sales team managers, you’re thinking of providing your team with a CRM solution. You know that there are several products on the market, you’ve heard of the major ones and your network of contacts has…

Question 1: Your demo shows that the sales director is able to set dollar goals. Is it possible to target other types of objectives? Answer: Absolutely. The CRM solution allows us to target financial goals, however, all of the CRM’s elements can be measured. We can, for example, compare the number of activities and meetings,…

CRM Solutions Accelerate Sales Methods – Q & A #2 Question 1: You have discussed different sales methodologies such as Solution Selling, SNAP Selling and The Challenger™ Sale. Can all of these methodologies be implemented and improved upon through the use of a CRM solution? Answer: Yes, you can adapt most of these methodologies…